Targeted Engagement with the KACIE Method

We’ve got a ton of different targets across our various business areas. While we’re all pretty aware of what it takes to set financial targets, it’s often overlooked how important it is to target your client outreach and engagement. 

I sat down with networking expert Kacie Brignell to learn more about targeted strategies to engage with our ideal audiences, whether that’s with potential customers, industry partners, or even employees. 

I want to kick things off with a really simple task. Take a second to write down one person or one specific type of person you’d really like to connect with. I want you to keep this person(a) in mind as we go through the five steps it takes to build and implement a targeted engagement strategy. 

Step 1: Know 

Understanding who you want to connect with is the fundamental starting point, but perhaps just as important is also knowing why you want to connect with them. Get as specific as you possibly can, but be sure to tackle both ws before going any further. 

Step 2: Ask 

Once you know who you’re searching for, you can start to put some feelers out within your network (colleagues, working groups, even friends and family) to see if there’s a potential introduction that might fast-track your way to that ideal person. You can also start asking for referrals! You may be surprised to see how many of your current clients can generate new leads for you! 

Step 3: Connect 

By now you should have found at least one pathway to connect with that person or group of people you’re seeking out. It’s time to strategise the best way to approach them and build that connection. These days, there are so many options! Consider which one(s) are the most effective for your specific goals and industry. LinkedIn, direct emails, and networking events are just a handful of places you might start.  

(Psst… if you want to make the most of LinkedIn, I highly recommend you reach out to Kacie.) 

Step 4: Influence 

I’m sure you’ve been told at least once in your life, “it’s all about who you know.” Kacie raises the excellent point that now, it’s actually about who knows you. Building relationships builds your reputation, which ultimately makes you influential in your industry. The key step here is touching base with those people. Just because you’ve made that connection doesn’t mean your work is done. Far from it, in fact. 

Step 5: Engage 

It’s time to get in front of them and build that relationship. This step should always be a two-way conversation, not a sales pitch. The more you know about your new lead, the more you can tailor that pitch to their needs and goals (when the time comes). So trust me when I say, take the time to get to know them before thinking about the sale. 

Remember, networking is a long term game, not a quick one. 

If you’re ready to kick those targeted engagement strategies into high gear, start with the KACIE method and I promise it won’t let you down.